We all know the type: slimy, slick-talking, suit wearing, adjectives that just begin to describe the typical salesman. We picture him in the car lot, Verizon store, real-estate offices, and the like, just searching for that next big fish to rip off. However, with the ever-changing economic landscape, the typical “salesman” is no longer the rat-representing fiend we all create pictures of in our minds. The Internet has changed that, and because of current access to the internet, the death of the ignorant buyer and the slick seller was unavoidable.
Today, consumers have all the access they need. From Cars.com to Amazon, consumers can click on reviews, look up facts, and perform their own sales roles all in their own home. Rather than depend on the information from the salesman in the lot, buyers are able to conduct extensive research on products they are interested in before even stepping into the store. So, how does the salesman survive in these turbulent times?
The only way that the salesman will ever survive in the current economic age is through collaboration. Salesmen must assume that every customer coming in is going to know as much information, maybe even more than they do; because of this, salesmen must think “how can the information we know, together, help me benefit this customer and make their lives better than when they walked in the door?” When salesmen think this way, they are able to combine efforts with their customer and increase their chances of finding a better product for the customer, create a fruitful relationship, and help that customer have an increased sales experience.
BoweryJE22
I think that what you said about the rebirth of the salesman is very relevant Elisabeth. In the twenty first century we are all in sales, though not the con-artist kind. We are all in the business of enrichment now, regardless of the official title we have in our work.
I loved your idea of working collaboratively with the client. In doing so, you allow them to feel like they are in charge. Additionally, it makes them feel like they aren’t being SOLD anything, rather they are CHOOSING to buy something. By working collaboratively, you are MOVING the person which is the key to sales.
Consumers are more educated today than ever before. Most products are offered online and there is more than enough information to do the research on your own. This does create obstacles for salespeople today but it also opens up opportunity. Customers may have as much information as a sales rep, but they might not always know what the best solution would be for them. The salesperson has to work alongside the customer to find the best solution for their specific need. They should not necessarily “sell” the customer by hitting them with all of the facts about the product, but should show the customer how it will help solve the problem and explain the practicality of their product.